Table of Contents
Chapter   Page
Instructions for Use    
Introduction    
Part I: Selecting the Search Assignment    
1. The Most Important Thing   13
2. The Foundational Search Assignment Criteria   17
3. Differentiate to Influence!   29
4. Finding Out if the Client Will Sell   39
5. Identifying the offer   47
6. Hiring Authority/Human Resources Part I   57
7. Hiring Authority/Human Resources Part II   65
8. Hiring Authority/Human Resources Part III   71
9. Action Versus Excuses   79
10. Further Selectors   85
11. How to Obtain Complete Information   93
12. Analyzing Your Search Levels   99
13. The Search Assignment Checklist   105
     
Part II: Identifying the Candidate    
14. A Balanced Approach   113
15. The Source File   119
16. Obtaining Referrals Part I   123
17. Obtaining Referrals Part II   131
18. Peers as References   137
19. Association Membership Lists   141
20. Reactivating Inventoried Candidates   149
21. Updating Your Data Base   153
22. Placed Candidates   163
23. The Gambit Call   169
24. Advanced Gambit Calling   179
25. Natural Growth   189
26. Easy Recruiting   195
     
Part III: Recruiting the Candidate    
27. The Recruiting Call   203
28. The Basic Principles   207
29. Improving Your Odds   211
30. The Recruiting Script   223
31. Questions and Problems   233
32. Presenting the Opportunity   239
33. Closing the Recruiting Call   251
34. The Reluctant Recruit Part I   257
35. The Reluctant Recruit Part II   265
36. Reassuring the Candidate   271
37. Ratios for Recruiters Part I   277
38. Ratios for Recruiters Part II   285
39. For Managers Only Part I   291
40. For Managers Only Part II   297
41. Implementing   305
42. And in Closing   311
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